Lecture 16 - Social Development II.docx - Jessica Weissman PSY 101 Social Development II Attitudes and Attitude Change What is an attitude A positive or

Lecture 16 - Social Development II.docx - Jessica Weissman...

This preview shows page 1 - 3 out of 5 pages.

Jessica Weissman PSY 101 Social Development II Attitudes and Attitude Change What is an attitude? A positive or negative reaction to any person, object, or idea The importance of attitudes Behavior often changes due to the results and demands of a social situation For any behavior change to last, one must change their personal attitude Persuasion: the means by which attitudes are changed Two-track model of persuasion Richard Petty and John Cacioppo (1986): proposed that there are two different approaches to changing people’s attitudes Central route to persuasion: involves influencing another person by the strength or the quality of one’s argument Effective, especially when people have the ability and motivation to think critically about the argument More likely to influence attitude change, and the attitude change that occurs last longer over time Peripheral route to persuasion: the person who receives the message is influenced by superficial cues of the speaker Examples: physical appearance, slogans, one-liners, emotions Effective when people do not have the ability or motivation to closely pay attention to the argument, but the effect on behavior is more fleeting Less intelligent, willing, or capable to listen to the argument people follow the peripheral route of persuasion Actions affect attitudes Not only will people sometimes act in ways that are reflective of their attitudes and values, but also over time, people come to believe in ideas that they’ve supported through their behavior Attitudes can both predict behavior and can follow from behavior Foot-in-the-door phenomenon: tendency for people who agree to a small request to comply with a much larger request later on Freedman and Fraser (1966): researchers posed as safe-driving volunteers One group of participants asked residents to install a large, poorly lettered sign that read “Drive Carfeully” on their front lawn, 17% consented One group of participants were asked to display a 3-inch high sign that said “Be a Safe Driver,” almost all agreed Approached two weeks later, asked to post the same sign as the group one residents, 76% consented
Image of page 1

Subscribe to view the full document.

Role playing: when people adopt new roles, they strive to follow the social prescriptions of that role At first, your thoughts, feelings, and behaviors may seem fake to you, but over time, eventually the role becomes you Zimbardo (1972): “Standford Prison Experiment” Showed how immersed people can become in their roles, ended early
Image of page 2
Image of page 3
  • Fall '04
  • McAdams
  • Cognitive Dissonance, Kitty Genovese, Leon Festinger, Richard Petty, Jessica Weissman

What students are saying

  • Left Quote Icon

    As a current student on this bumpy collegiate pathway, I stumbled upon Course Hero, where I can find study resources for nearly all my courses, get online help from tutors 24/7, and even share my old projects, papers, and lecture notes with other students.

    Student Picture

    Kiran Temple University Fox School of Business ‘17, Course Hero Intern

  • Left Quote Icon

    I cannot even describe how much Course Hero helped me this summer. It’s truly become something I can always rely on and help me. In the end, I was not only able to survive summer classes, but I was able to thrive thanks to Course Hero.

    Student Picture

    Dana University of Pennsylvania ‘17, Course Hero Intern

  • Left Quote Icon

    The ability to access any university’s resources through Course Hero proved invaluable in my case. I was behind on Tulane coursework and actually used UCLA’s materials to help me move forward and get everything together on time.

    Student Picture

    Jill Tulane University ‘16, Course Hero Intern

Ask Expert Tutors You can ask 0 bonus questions You can ask 0 questions (0 expire soon) You can ask 0 questions (will expire )
Answers in as fast as 15 minutes